Science of Salary Negotiation

by Christina Wong

Five negotiation strategies were examined in a study: accommodating, avoiding, collaborating, competing and compromising. Individuals who negotiated using the collaborating and competing strategies —openly discussing issues and perspectives — had the best results. In contrast, those who used the avoiding, accommodating and compromising approaches were less successful in negotiating higher salaries.

According to the study, which will soon be published in the Journal of Organizational Behavior, the compounding effect of successful salary negotiation can be significant. Assuming an average annual pay increase of 5 percent, an employee whose starting annual salary was $55,000 rather than $50,000 would earn more than an additional $600,000 over the course of a 40-year career.

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